1. Guidelines and Timelines: Navigating
Microsoft
Barb Campbell
Microsoft Global Alliances
Metalogix
Metalogix – Confidential
2. Agenda
Why work with Microsoft
Microsoft Field Structure – US
Winning with Microsoft in Customer Accounts
What Matters to Microsoft
The Microsoft Technology Centers
The MS Budget Process Partners should know
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3. Why Work with Microsoft
Corporate:
Ensure your partner solutions provide value in future releases
Provide product and marketing planning that is in sync Microsoft
Participate in advisory committees (nominations)
MS focus this year: Windows 8 and Azure
Field: Joint Selling
Win deals together – know your plays (messaging)
Leverage Business Investment Funds (BIF)
Access to the Microsoft Technology Center (MTC) for POCs
Get to know the Microsoft Consulting Services teams.
Joint Marketing Opportunities
Gold Partnership/Partner Level provides a level of comfort with
customers
4. Microsoft Structure – US Districts
U.S. SMS&P Region/Area Map
West Region Central Region East Region
Margo Day Lane Sorgen David Willis
Vice President Vice President Vice President
AK
PacWest Northeast
AK, WA, OR, ID North Central ME, VT, NH, MA, CT, RI, Upstate
MN, ND, SD, IA, NE, MO, KS Midwest NY
WI, IL, IN
WA Heartland
MT ND OH, KY, MI, TN
NorCal MN
N. CA, N. NV ME
OR ID WI NY Metro
SD VT
WY MI NH NY Metro, N. NJ
NY
NY MA
NE IA CT RI
Socal PA NJ
NorCal NV UT IL IN OH
S. CA, HI CO
MD
KS MO DE Mid-Atlantic
KY WV
VA PA, S. NJ, DE, MD, DC, VA, WV
OK TN
Desert Mountain SoCal AZ NM AR NC
MT, WY, UT, CO, AZ, NM, S. NV
SC
MS AL GA
TX LA Southeast
South Central NC, SC, GA, FL, AL, MS
TX, OK, AR, LA FL
HI
Updated 5/17/2007
5. Winning with Microsoft in Customer Accounts
Shorter Sales Cycles - More Customer Wins - through Endorsement
Share Account
information with Customer
Microsoft Teams Wins!
Account
Knowledge Demonstrate that you Vendors working
are willing to Partner together.
Know what is going on
in the account! Spend time in making
Build Credibility! this work!
Going it alone
6. Microsoft Structure – Account Management
Enterprise Partner Group (EPG – Enterprise Sales):
1:5 account ratio – Customer Seats 10,000 +
Corporate Account Structure (CAS): 1:35 account ratio – Customer
Seats 3,000+
Small and Mid-Size Market and Partners (SMS&P):
1:200 account ratio – Customer Seats 50-1,000 (depending on MS
District Breakdown)
Corporate Account Structure: 1:100 account ratio – Customer Seats
1000-3000 (depending on MS District Breakdown)
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7. Key Players within a Microsoft Team
ATU – Account Team Unit
AE- Account Executive
ATU Manager SSP- Sales Solution Professional
ATS – Account Technology Strategies
Account
Account
Technology
Executives
Strategist
Information Management &
Platform SSP
Worker SSP Security SSP
Strategic Technical Unit (STU)
8. What Matters to Microsoft
Microsoft’s fiscal year runs July 1st – June 30th
They manage their business leveraging a Scorecard
Understanding their metrics and providing solutions that support
the scorecard will help to build a strong relationship
All Districts are measured differently
There are 60,000+ ISV’s and SI’s
Microsoft Account Teams receive multiple calls from vendors
everyday
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9. How Microsoft Sells and is Compensated
Microsoft Sells Products on Enterprise Agreements (EA) or Select
Agreements
This allows organization to spread their payment over 3 years
and pre-negotiates the price of additional products for the
duration of the agreement
Microsoft struggles to ensure that customers renew their EA
Microsoft’s reps incentive pay is based on Revenue Based
Incentive (RBI)
Reps can only receive their RBI once they are over 60% of their
Net New Revenue (Licenses)
Reps will not achieve quota unless all customers renew their EA
Microsoft’s reps incentive pay is based on Commitment Based
Incentive (CBI)
Reps need to achieve certain deployment, migrations, product
adoptions and compete targets
10. The Process: Joint Account Planning
Get to know the Microsoft Account Manager, in your customer.
Don’t be afraid to ask who it is from the customer
Relationship is actually with the SSP’s and TSP’s.
Establish “Account Planning Calls”
Account planning calls allow you to be introduced to the
Microsoft Teams that handle these accounts:
This is your opportunity to meet your Microsoft counterparts and
establish your credibility by sharing your account knowledge and
open doors to more opportunities.
11. The Process: Account Knowledge
What Microsoft is expecting from Partners in Account
Knowledge:
Bring opportunities to the table
What is going on in the account (Pain Points)
What Team’s, Level’s and with whom are you speaking with in
the Customer
Where are the blockages?
How will your company benefit the Microsoft Account Team?
What’s in it for Microsoft?
What are your asks?
12. The Process: Setting Expectations
Outcomes you can expect from the Account Planning
Sessions:
Building Trust!
Introduction into Customers
Deeper in existing accounts/Introductions into new accounts.
Joint Whiteboard Sessions
Joint Customer Calls
Mapping to other accounts they manage
Gaining a new friend
13. The Process: Next Steps
Follow up to this process is for you to Drive! Microsoft will not do
the follow up!
You are the generator of “Constant Follow Up” with your
Microsoft Account Teams!
Email follow-up:
If you have a meeting with the customer that you are jointly
involved. Please follow up with an email with the customer name
in Subject line.
Establish Monthly Sync Calls
Plan customer events
Establish a Face to Face is important for Success
Always Close the Loop with Microsoft - even when you win the
Deal!
Take the Initiative
14. Worldwide Locations
MTCs are based strategically around the
globe.
Locations in development: Toronto, Israel and South Africa
15
Technology Centers
15. Microsoft Budget Cycle
Microsoft Fiscal Year July 1 to June 30
Budget Decisions are made in late April/May timeframe. (FY
before).
WWSM (Memos) Reports:
Product Business Groups reports their desired direction for the
new FY
Direction + Budget = rollout for corporate and the field
Partner Action:
Become GOOD friends with MS Product groups beginning late
February.
Understand the beginning planning process for the Product
groups that you work.
Align your products development to their planning.
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16. Half Year = NOW
Microsoft ½ year Reset – January
Corporate and Field Marketing groups revisit:
Reallocating budget
Freeing up funding that has not been used in 1H
Time now to pitch Marketing groups for POC $$$$!
SI’s – it is your time!
Get yourself built into “Statement of work”
Know your Product and Program Chain of Command
Position your Company!
MOST OF ALL: Make these teams look good!
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17. GO PARTNER
QUESTIONS?
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